Glossary
TAM / SAM / SOM
Total, Serviceable, and Serviceable-Obtainable market — the three sizing layers.
Definition
TAM (Total Addressable Market) is everyone who could theoretically buy. SAM (Serviceable Addressable Market) is the slice your product, geo and pricing can actually serve. SOM (Serviceable Obtainable Market) is the realistic share you can win in the planning window.
Why it matters
TAM is a fundraising number. SOM is the number SDR teams should be sized against.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
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